"We’ll bet our houses that right now you have people working hard to get business you don’t want.”

Focusing the Sales Team

Knowing where to go, who to see, and what to say are critical pieces of information for a Sales Leader to instill in their team. That allows them to align their team with the company’s goals. Unfortunately, this is what usually happens:

One team’s Reps chase all prospects regardless of the market, but the reps do not have the expertise required in all markets.

One team’s Reps sell and service all the accounts, so they don’t have enough time to find new ones.

One team’s Reps only focus on gaining new accounts and neglect the current accounts you’ve worked so hard to acquire, which don’t get the attention they want and cease being your customers.

Those situations often yield the following results:

Working ample opportunities with low win rates

Consuming resources on the wrong opportunities

Not wining enough new customers

Underserved territories or accounts

Inconsistent behavior across your team

If you are currently experiencing those symptoms, Pivotal Advisors can help you: